I love December. It is my favorite time of the year to do some really deep networking.
When I was in outside sales, many moons ago, I used to hate how everything slowed down in December. Sure, there were some last-minute purchases that could really help my numbers, but mainly, I used to get frustrated with the apathy that seemed to capture most of the business community.
Getting appointments with new prospects was almost impossible, and always ended up with the meetings (if I could get one scheduled) being set for mid-January.
Then, I was taught by my mentor, Art Radtke, that this was the best time of the year to go deeper with current relationships, and everything changed.
Now, I had time to do longer discovery meetings and really get to understand my best referral sources. I also had time to move prospective referral sources closer to me, and they had the openings on their calendar as well.
How well do you really know your best clients and referral sources? The answer is: not well enough. And that is primarily because of time.
December is when I find lots of networking gold to mine during the upcoming year.
Topics of conversation are focused on what my friends and business associates are really looking to make happen next year and how I can help. Inevitably, they ask the same of me, and this is where preparation comes in.
Few things are more powerful, with the right people, than telling them about an introduction or opportunity (specifically, company and reason why) that would change your life. The only thing better is when you get them to tell you theirs.
I will never forget the story Art told me about a BNI meeting between Christmas and New Year’s that he attended in New England. Very lightly attended, only a few members showed up, and one of them was clearly depressed.
It turns out that his kids had been asking for years to go to Disney World and he hadn’t been able to earn enough money to make it happen and was gutted.
The other members who were present immediately spent the rest of the meeting time focusing on how to help him get his family there next year. This focus didn’t leave after the meeting, and the rest of the chapter adopted the cause themselves.
Next year, Art got a call from him from Disney World thanking him for helping him make his family’s dreams come true.
People are more real during this time of the year and more available for deeper conversations on a personal level. Don’t shy away from this opportunity; focus on trying to change lives, including yours.
All the best,
Mike
